Strategic Account Manager

This position is promoting rentals and the rental concept to a specific pre-determined customer list, educating them in proper equipment applications along with technology advancements that enable greater productivity. The Strategic Account Manager’s time will be focused on customer visits in order to promote revenue growth among those customers who fit the strategic account criteria. The primary goal of this position is to promote rental revenue growth for customers that fit the strategic account criteria, but will also identify, cultivate, and maintain national account prospects and customers.

Essential Responsibilities & Expectations

• Meet 100% of established scorecard goals for customers on the predetermined customer list.
• Divide customer list into workable quadrants and to ensure customers are receiving the required attention based on business needs and customer preferences.
• Create a weekly territory and submitted to VP- Thompson Rents. The week’s calls should be planned by Sunday evening of the beginning of the week ahead.
• Record 100% of activities in Power Apps.
• Record 100% of missed rental opportunities using the Lost Sale function in Power Apps.
• Ride with the Cat National Rental Account Manager a minimum of one time per quarter.
• Consult with the VP- Thompson Rents to determine pricing and other customer incentives in order to win more business from assigned customer list, or targeted market segments.
• Respond to team member calls and texts in a timely basis with a sense of urgency.
• Complete 100% of required reports and special requests by management within the specified timeframe.
• Charge appropriate freight, fuel and REP as required. Notify customer of any damages upon return of equipment.
• Review the Dodge Pipeline and PEC reports weekly to review activities for assigned customers.
• Utilize all digital products to improve efficiencies and effectiveness. IR Mobile, Customer Mobile App, Rouse Analytics etc.
• Develop a database of current customers, prospects, company, competitive, and project information.
• Use various reporting services, association contacts, and other database means to prepare for upcoming projects in the area.
• Possess good organization and time management skills for effective territory coverage.
• Meet regularly with the VP- Thompson Rents to assist in past due account collection and discuss issues preventing success in growing revenue for customers on the prescribed customer list.
• Meets with appropriate product support and rental management when customer damage or service issues demand.
• Keeps a supply of sales tools including company brochures and promotional items on hand and utilizes them creatively to meet customer demands.
• Work closely with Rental Coordinators to make sure all rental contracts have customer signatures, and PO numbers and are accurate in regard to details and pricing.
• Know the key personnel in surrounding dealerships and beyond to facilitate customers traveling to perform work outside of territory.
• Grow rental revenue on the prescribed customer list and maintain an enterprise-view to promote the long-term success of its various divisions.
• Maintain a strong relationship with the other rental representatives, sales representatives, PSSRs, rental managers, and product support personnel that work with the customers on the prescribed customer list to ensure complete strategic account customer satisfaction with Thompson Tractor.
• Be well-versed in maintaining long and deep customer relationships. The Strategic Account Rental Representative should have intimate knowledge of the customer’s history on the prescribed customer list as well as the key influencers and decision-makers.
• Understand construction phases, job situations, and project conditions for timing of approaching customer and rental products application suggestions.
• Be knowledgeable of entire rental fleet and be able to demonstrate equipment whenever appropriate to increase customer awareness of product offerings and product applications.
• Possess or be willing to undergo immediate training in order to acquire advanced Excel skills in order to complete rate sheets, rfp/rfq, and perform rate analysis using Rouse data.